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Posted on 28/02/202429/04/2024


SALES PERFORMANCE: EMBRACE THE WORK YOU’RE AVOIDING



In the realm of sales, success often eludes many professionals. They tirelessly
search for that “magic” formula to propel them to the top. Little do they know
that However, what if I told you that the magic you seek isn’t found in some
elusive secret or shortcut? Instead, it lies within the very work you’ve been
avoiding.


SALES PERFORMANCE AND AVOIDANCE

As a seasoned sales performance coach and trainer, I’ve encountered countless
individuals eager to achieve their goals but are hesitant to put in the
necessary work. They spend hours researching, crafting the perfect pitch,
attending networking events, and refining their strategies, yet they overlook
one crucial aspect: embracing they continuously avoid.

The saying, “the magic you are looking for is in the work you are avoiding,”
rings true. It’s easy to get caught up in glamorous sales tactics or the promise
of quick wins. However, true success is built on a foundation of discipline,
consistency, and tackling the tasks that others shy away from.


FINDING MOMENTUM THROUGH DISCIPLINE

One of the key principles I preach is the power of momentum. Momentum isn’t
something that magically appears overnight. It’s cultivated through disciplined
action, day in and day out. It’s about making the conscious choice to tackle the
tasks that others avoid – whether it’s cold calling prospects, following up on
leads and already held meetings, or conducting thorough market research.

Think about it this way – every time you avoid a challenging task, you’re
delaying your progress and hindering your momentum. When you confront these
tasks head-on, you build momentum that propels you closer to your goals.


CHOOSING TO DO WHAT OTHERS WON’T

Success in sales isn’t just about doing what everyone else is doing. Instead,
it’s about having the courage to do the things that nobody is willing to do.
It’s about embracing rejection, learning from failures, and continually pushing
yourself out of your comfort zone.

Instead of shying away from difficult tasks, embrace them as opportunities for
growth. See each rejection as a chance to refine your approach. Remember, every
successful salesperson has faced setbacks and challenges along the way. What
sets them apart is their willingness to confront these obstacles head-on and
persevere in the face of adversity.


CONCLUSION

In the pursuit of sales success, there are no shortcuts or quick fixes. True
success is earned through hard work, discipline, and a willingness to tackle the
tasks that others avoid. So, the next time you find yourself searching for that
elusive “magic” formula, remember that it’s right in front of you – in the work
you’ve been avoiding. Embrace it, and watch as your sales performance reaches
new heights.




READY TO UNLOCK YOUR FULL POTENTIAL?

Take the first step today and commit to tackling those challenging tasks
head-on.

Let’s talk!
Posted on 28/02/202428/02/2024


WHY CUSTOMERS ABUSE SALESPEOPLE?


PUTTING THEORY TO THE TEST



It’s no secret that I’m passionate about sales – and equally so about people.
But above all, it’s sales that truly captivates me. I love putting theories to
the test, filtering out what works, from what doesn’t. I listen intently to the
insights of successful and less successful sales professionals alike, absorbing
their perspectives on sales experiences, client interactions, and closing
techniques.

I’m particularly fascinated by those who’ve excelled, risen above the ordinary,
and taken charge of their actions. They’ve embraced responsibility and
ownership, embodying the principle that action is the bridge between ideas and
reality.


SUCCESSFUL SALES PROFESSIONALS TAKE ACTION

Action, the common denominator among all successful individuals, including
top-tier sales professionals who persist, adapt, and learn from every encounter.
Even when faced with challenging clients, they view each interaction as a
valuable learning opportunity, constantly refining their sales approach through
critical analysis and adjustment.

Speaking of analysis and learning, let me share an eye-opening article by Mike
Brescia that reshaped my perspective on sales dynamics. Titled “Why Customers
Abuse Salespeople,” it begins with a simple yet profound question: Have you ever
felt exploited by customers?

Not in a physical sense, but in terms of time, knowledge, and generosity. Have
you encountered situations where potential clients evade calls, promise
follow-ups but never commit, or simply disregard your efforts? These scenarios
underscore a fundamental issue: relinquishing control of the sales process to
the buyer. It’s a predicament many of us face, influenced by ingrained beliefs
and norms inherited from our consumer experiences.


SHOCKING STATS

Statistics reveal that up to 40% of sales representatives’ time is spent on
unproductive prospecting and administrative tasks. And shockingly, only 17% of
sales meetings provide valuable insights for the buyer. These figures underscore
the importance of reclaiming control over the sales process. 

Consider this scenario: You’re shopping for a new gadget, seeking advice from
multiple retailers without genuine intent to purchase. You extract information
from sales reps, showing interest while withholding commitment. This tactic,
although common, epitomises the asymmetry inherent in many sales interactions,
where sellers give without reciprocity.


CONCLUSION

This imbalance stems from limiting beliefs about acceptable sales practices,
perpetuating a cycle of unfulfilled potential. To break free from this cycle, we
must assert control over the sales process, recognizing our value and
negotiating from a position of strength. Sales should be a mutually beneficial
exchange, driven by solving the customer’s problem rather than showcasing
product uniqueness.

Implementing a structured sales process aligned with the customer’s buying
journey can enhance outcomes significantly. In fact, businesses that implement a
structured sales process experience up to a 22% increase in revenue.

If you’re eager to delve deeper into the world of successful sales, I invite you
to join me for a coffee and conversation.



Posted on 26/02/202426/02/2024


THE POWER OF PASSIONATE PURSUIT

Picture this: You’re not just making sales, you’re making magic happen.

How? By infusing every interaction with your irresistible passion for what you
do. That’s right, it’s time to turn up the heat and unleash the power of
passionate pursuit!


SO, WHAT EXACTLY IS PASSIONATE PURSUIT?

It’s that fire in your belly, that spark in your eye, and that extra pep in your
step when you’re out there making sales happen. It’s about more than just
closing deals; it’s about creating connections, building relationships, and
leaving a lasting impression.

Think about it – when you’re genuinely passionate about what you’re selling, it
shines through in every conversation, every pitch, and every follow-up. People
can’t help but be drawn to your enthusiasm and energy. Who wouldn’t want to jump
on board with someone who’s clearly on fire for what they do?


HERE’S THE THING – PASSION ALONE ISN’T ENOUGH.

You’ve got to back it up with action. That means putting in the time, the
effort, and the hustle to make those sales happen. It’s about going the extra
mile, doing your research, and always staying one step ahead of the game.

Sure, there will be challenges along the way. There will be rejections,
objections, and maybe even a few setbacks. But here’s where your passion becomes
your secret weapon. It fuels your resilience, your determination, and your
unwavering belief in what you’re doing.


LET’S NOT FORGET THE FUN FACTOR!

Yes, you heard me right – sales can (and should) be fun. When you’re passionate
about your product or service, every interaction becomes an opportunity to share
that excitement with others. It’s like being a kid in a candy store, except
you’re the one with the candy – and everyone wants a taste!

So, fellow sales comerade, I urge you to embrace the power of passionate
pursuit. Let your enthusiasm be your guide, your motivation, and your driving
force. Because when you combine passion with action, there’s no limit to what
you can achieve.

Get out there, make those sale happen, and remember – the world is your
playground, so go ahead and play to win!


Posted on 15/02/202426/02/2024


ARE YOU GETTING THE MOST OUT OF YOUR PROJECTS?

Today, new projects are launching everywhere, yet a significant portion of them
won’t reach successful completion. Many will stumble at one or more
predetermined stages.

However, what’s worse than projects running late or exceeding budgets is when
they result in poor financial returns and significant process delays.


IS YOUR PROJECT DELIVERING BUSINESS VALUE?

Shockingly, studies show that only around 37% of projects are deemed successful.
Why is this the case? It often boils down to a failure to adequately define the
value a project will bring and the impact it will have on the business.

Research indicates that the success rate of projects has remained relatively
stagnant over the past 20 years, despite investments in new project management
methodologies, software development, and training.


WHY THE VALUE GAP?

For a project to deliver satisfactory business outcomes and value, a company
must first determine the project’s total value, specify how it will be executed,
and outline its implementation and ongoing management.

While this may seem obvious, most projects aren’t approached this way. More
commonly, even though a company formally defines its project goals and benefits,
it often realizes less than half of the available business benefits from its
execution.

This occurs primarily because companies fail to focus on identifying and
realizing the project’s benefits. Instead, they hope that its benefits will be
automatically delivered through the project. However, projects rarely prioritize
enabling or supporting the delivery of business benefits.

This discrepancy between the benefits a project delivers and what a company
needs to fully realize its business value is referred to as the value gap. The
value gap is often invisible, unrecognized, and unmanaged.

The lack of focus on the actual value of the project’s end goal often results in
missing out on many, if not most, of the available benefits. Benefits are either
missed, lost, or nullified.

Calculating value addresses the issue of project failure by increasing the
available value, defining measurable business outcomes and benefits, and
identifying all the activities necessary to realize that value.


THE VALUE CALCULATION PROCESS

A holistic value calculation for a project can significantly increase the actual
value of realized investments by 60-70% of the available value typically
overlooked.

This value calculation addresses the value gap by:

 * Identifying ALL possible benefits when they are available (not just enough
   benefits to get the project approved).
 * Determining specific and measurable desired outcomes – business outcomes –
   necessary for maximizing and then quantifying all possible financial
   benefits.
 * Identifying changes in activities required to achieve these results,
   advantages, and benefits.

This value-based approach allows you to:

 * Clearly and measurably define your next business steps and actions.
 * Establish a clear timeline for achieving result interdependencies.
 * Provide a basis for directing, controlling, and managing subsequent changes
   (implementation) of the program to achieve business outcomes and benefits
   (without getting lost in technical issues and possibilities).
 * Develop a detailed list of change activities, including both business and
   project activities, which can then be used to develop a rough estimate of
   project costs and as a basis for developing part of the project plan’s
   breakdown structure and schedule.

Experience shows that companies that take the time to calculate actual value
generate, deliver, and achieve significantly greater business value from their
projects.

Thus, value calculation redirects focus from “what is the cost” to what truly
matters: “why are we doing or executing this project and what is its ultimate
value.”

Posted on 23/01/202427/02/2024


ZAKAJ STRANKE ZLORABLJAJO PRODAJALCE?

Vsi, ki me bolje poznate, veste, da sem navdušena nad vsem, kar je povezano s
prodajo. No, tudi nad vsem, kar je povezano z ljudmi. Ampak predvsem s prodajo.
Prebiram vse, kar je z njo povezano. Prebiram fanatično. Navdušeno. Celo večkrat
iste stvari. In potem vse, kar ima po mojem mnenju vsaj malo smisla in kaže, da
zna tudi v praksi uspeti, preizkusim takoj, ko se pokaže priložnost.
Selekcioniram, ugotavljam kaj funkcionira in kaj ne, in poskušam dalje.
Poslušam, kaj mi o prodaji poveste uspešni zastopniki, pa tudi tisti manj
uspešni. Poslušam kako prodajo doživljate, kako gledate nanjo, kako se
pripravite na stranko in kako speljete ter zaključite prodajni razgovor.

Fascinirate me vsi tisti, ki ste s svojim delom nekaj dosegli. Navdušujejo me
ljudje, ki so se dvignili iz povprečja. Ljudje, ki so uspeli. Ugotavljam, da so
vsi ti vzeli vajeti v svoje roke in postali odgovorni za svoja dejanja

Verjetno ste že slišali tisti rek OD IDEJE DO DEJANJA SE ČLOVEKU MNOGO SANJA. In
prav med idejo in dejanjem je vedno AKCIJA. Premik v smer, ko ideja postane
resničnost. Vse uspešne ljudi združuje skupni imenovalec – AKCIJA. Tudi
najboljše prodajalce. Ne obupujejo, ampak vztrajajo. Sami spreminjajo dogajanja
in ničesar ne prepuščajo naključju. Tudi oni se  včasih težko odpravijo na
teren, vendar gredo. Tudi oni bi kdaj želeli prej s terena, a vztrajajo. Tudi
njihove stranke so včasih težke, a je to zanje dobra izkušnja, iz katere se
vedno nekaj naučijo in kasneje pri drugi, uporabijo. Znajo kritično pogledati na
svoj način prodaje, ga analizirati in popraviti, če je potrebno.

In ko ravno pišem o analizi prodaje in učenju, vam moram povedati o članku Mika
Brescie, ki mi ga je poslal po e-pošti in mi je odprl popolnoma drugačen pogled
na prodajo. In prav rada ga bom posredovala tudi vam. Saj veste, da je potrebno
novo znanje hitro izkoristiti, predvsem pa deliti z drugimi.

Članek z naslovom ZAKAJ STRANKE ZLORABLJAJO PRODAJALCE se je začel takole …

Imam vprašanje za vas Mateja. Ali vas stranke kdaj zlorabljajo?

Ne mislim fizično. Sprašujem po zlorabi vašega časa, vašega znanja, vaše
radodarnosti. Sprašujem se, če se vam že zgodilo kaj podobnega, kot:

 * klicali ste tistega, ki odloča, in mu pustili sporočilo, pa vas ni poklical
 * potencialni kupec vas je prosil, da »ga ponovno pokličite jutri«, potem pa,
   ko ste ga klicali, se ni oglasil ali pa celo ni želel sprejeti vašega klica
 * rekli so vam: »Hvala za predstavitev. Premislili bomo in vas poklicali.«
   Vendar vas niso poklicali, niti niso hoteli sprejeli vašega ponovnega klica
   ali odgovorili na vaša sporočila.

Res. Prodaja je včasih težka. In zakaj se vse to dogaja?

Zato, ker pustite, da kupec kontrolira vašo prodajo. In jaz to vem. Tudi meni se
je dogajalo. Veste, vsi kupci imajo sistem kupovanja, čeprav se večina njih
sploh ne zaveda, da uporabljajo kakršenkoli sistem.

Naj navedem primer.

Predstavljajte si, da ste se pravkar odločili kupiti popolnoma novo plazmo. TV z
visoko resolucijo. Veste, da takšen zares hud, samo nekaj centimetrov debel
ekran, ki visi z vaše stene v dnevni sobi, spremeni to sobo v pravi, pravcati
kino.

Kaj naredite najprej?

Po vsej verjetnosti, se najprej pozanimate, v kateri trgovini prodajajo takšne
televizorje in začnete klicati. Verjetno boste izbrali 3 trgovine, v katere si
boste televizorje tudi ogledali.

Ko pridete v prvo trgovino, poveste prodajalcu, da »samo gledate«.

Igrate se s televizorjem, skačete po gumbih daljinca, sprašujete, kako deluje,
kakšno resolucijo ima slika, …

Ko skuša prodajalec zaključiti prodajo, mu poveste, da se vam mudi in morate
domov, da morate o vsem skupaj še malo premisliti ali kakšno drugo laž, ki jo
imate na zalogi, in ki vam omogoči, da trgovino čim hitreje zapustite.

Nato obiščete še drugi dve trgovini, kjer vse skupaj ponovite.

Pa poglejmo, kaj ste kot kupec pravkar storili.

Prvič: Zavedli ste prodajalca. Povedali ste mu, da »samo gledate«, čeprav v
resnici plazmo kupujete.

Drugič: Iz njega ste izvlekli vse informacije, ki ste jih potrebovali.

Tretjič:  Kradli ste njegov čas, njegovo znanje in njegovo pripravljenost
pomagati. Od njega ste dobili vse, kar ste hoteli. Nato ste mu lagali o tem, da
se vam mudi in morate hitro domov. Lagali ste o tem, da »morate še malo
premisliti«. Seveda pa ste bili prijazni in ste se mu, preden ste odšli,
zahvalili za njegov trud.

In končno: sebi ste pustili odprte vse možnosti, saj se prodajalcu (oz. nobenemu
od njih) niste zavezali.

Ja. Seveda imate sistem kupovanja. Vsi ga imamo. Pravzaprav smo vsi strokovnjaki
za nakupe. Samo nekaj pa nas je strokovnjakov za prodajo.

In prav v tem je problem.

Vidite. Vi in jaz vstopamo v igro prodaje z veliko odvečne prtljage.

Fraze in prepričanja kot so: kupec ima vedno prav ali postrezi kupca, kot da je
kralj … so naredile veliko škodo vaši sposobnosti prodajanja.

In zdaj poglejva, kako večina prodajalcev prodaja.

Prvič, skušate ustvariti dober prvi vtis in pri tem uporabljate različne fraze
kot na primer: »Danes je pa res vroče, kajne?«, »Kako ste kaj?«…

Nato sledi predstavitev. Potencialnemu kupcu poveste vse prednosti in koristi
vašega izdelka ali storitve in razloge, zakaj bi bilo dobro, da bi ga imel.

Nato je nastopi čas, da povprašate za naročilo. Skušate zaključiti prodajo in se
pripravite … Zdaj pridejo ugovori. In če kupec ugovarja, je dobro, kajne? Ja,
seveda.

In končno, ko vam kupec reče »Moram še malo premisliti.« rečete »Prav.«. Ker je
seveda vsakomur jasno, da je potrebno o takšnem nakupu razmisliti. Jaz že vem,
da bi. Drži?

In zdaj ste v fazi, ko se začne lovljenje. Pokličete kupca, da ga povprašate,
kako se je odločil. Pove vam, da se še ni odločil, ali še slabše. ne sprejme
vašega klica.

Če se vam zdi, da je takšna prodaja težka, vam povem zakaj. Ker ste kupcu
prepustili, da je vodil prodajni proces. To sicer ni v celoti vaša krivda. Tako
so vas naučile vaše nakupne izkušnje in opazovanje »pravega obnašanja
profesionalnih prodajalcev«, preden ste vstopili v svet prodaje.

Če želite več prodati in zaključiti več prodaj z enako ali manj truda, boste
morali početi stvari na drugače.

Prevzeti morate nadzor nad vašo prodajo in prenehati razdajati svojo energijo.
Zavedajte se, da imate znanje, informacije in vire, ki jih vaš potencialni kupec
želi in potrebuje. In ker imate to, kar vaš potencialni kupec potrebuje, imate v
svojih rokah pogajalsko moč. Prodaja mora biti enakovredna izmenjava vrednosti
za vrednost.

Na žalost pa veliko preveč prodajalcev razdaja svoje znanje in vrednost brez
kakršnega koli povračila. Vendar zakaj? Zaradi svojega omejujočega prepričanja o
tem,kaj pomeni »sprejemljivo prodajanje«. Predstavljajo svoje izdelke brez
kakršnega koli zagotovila, da kupca izdelek zanima in potem se sprašujejo, kako
naj zaključijo prodajo.

Preden začnete podrobno razlagati, morate dobiti zagotovilo, da kupca vaš
izdelek ali storitev zanima. Šele nato razdajajte svoje znanje, čas in resurse.

Prodaja v resnici pomaga ljudem reševati njihove probleme. Med vsem prodajnim
postopkom bodite osredotočeni na to, kako bo izdelek ali storitev rešila kupčev
problem, in ne na to, zakaj je vaš izdelek tako enkraten.

Če počnete tako, potem ste vi tisti, ki kontrolirate prodajni razgovor do
trenutka, ko želi kupec kupiti, ali do trenutka, ko ugotovite, da ni možnosti za
prodajo, in se zato posvetite drugemu kupcu.

Hitreje ko dobite negativni odgovor, več časa vam ostane, da se lahko posvetite
drugim kupcem, ki bodo rekli da, in kupili vaš izdelek.

***************

No, kaj pravite? Popolnoma drugačen pogled na prodajo kajne?

Predvsem je logično, ko govori, da smo vsi strokovnjaki za nakupe. Ampak, ali
potem to pomeni, da bi morali biti kot prodajalci v prednosti, saj se spoznamo
na nakupovanje?

Mislim, da ja tako. Saj vedno pravimo, da moramo drugim prodajati tako, kot si
želimo, da bi nekdo prodajal nam. In vedno moramo upoštevati, da ima stranka v
času nakupa v mislih besedo KIJOT – Kaj Imam Jaz Od Tega. Ampak ali res tako
počnemo? Razmislite.

Sama sem prepričana, da se na prodajo absolutno da vplivati. In pri tem pomaga
že vsaka malenkost. Od osebne urejenosti, urejenosti naših prodajnih materialov,
pravega zanimanje za stranko, dobrega poznavanje izdelkov, govorice telesa, še
najbolj pa od našega navdušenja in pozitivne naravnanosti. Predvsem pa sledenje
prodajnemu procesu, ki je prilagojen kupčevim nakupnim korakom.

Ste vedeli, da uvedba urejenega sistematiziranega prodajnega procesu izboljša
rezultat prodaje tudi do 22-odstotkov.

Vas zanima izvedeti kako? Pustite mi kratko sporočilce, pa se dogovorimo za
srečanje ob kavi.

Pa uspešni prodajni rock ‘n’ roll vam želim,

Mateja

Posted on 01/01/202428/02/2024


ALI VAŠ PROJEKT ZAGOTAVLJA POSLOVNO VREDNOST?

Le okoli 37-odstotkov projektov je uspešnih. Zakaj? Ker si ne vzamemo dovolj
časa, da bi opredelili dejansko vrednost, ki jo bo projekt prinesel in učinka,
ki ga bo imel na posel.

Prav danes se povsod po svetu začenja več novih projektov. Žal večina izmed njih
ne bo pripeljana do uspešnega zaključka. Po nepotrebnem bodo »pogrnili« na eni
ali več v naprej začrtanih točkah. A veliko huje kot če projekt zamuja in
preseže budget je, če ima za posledico slab finančni donos in bistvene zamude v
procesih.

Raziskave kažejo, da je le 37-odstotkov projektov uspešnih. Stopnja njihove
uspešnosti pa se v zadnjih 20 letih ni bistveno izboljšala. Ne z vidika
investicij v nove metodologije vodenja projektov, ne z vidika razvoja programske
opreme ali treninga v uporabo teh metodologij.

ZAKAJ TAKŠEN VREDNOSTNI PREPAD?

Podjetje, ki želi, da mu uvedba projekta prinese zadovoljive poslovne rezultate
in neko vrednost, mora najprej ugotoviti celotno vrednost projekta,
specificirati kako ga bo izvedla, pa tudi kako ga bo implementirala ter kasneje
izvajala.

Čeprav se to zdi očitno, pa večina projektov ni tako zastavljenih. Veliko bolj
običajno je, da četudi podjetje formalno opredeli svoje cilje in prednosti
projekta, z njegovo izvedbo pridobi manj kot polovico vseh razpoložljivih
poslovnih koristi.

To se zgodi predvsem zato, ker se podjetja ne osredotočajo na identifikacijo in
uresničevanje njegovih prednosti. Ravno obratno. Upajo, da bodo njegove koristi
zagotovljene s projektom. Sam projekt pa se redko osredotoča na to, da omogoči
ali podpre zagotavljanje poslovne koristi.

Takšen prepad imenujemo vrednostna vrzel. Vrednostna vrzel je razkorak med tem,
kaj projekt prinaša in podjetje potrebuje, da v celoti uresniči poslovno
vrednost. Takšna vrzel je redko vidna, priznana in upravljana.

Pomanjkanje razmišljanja o dejanski vrednosti končnega cilja projekta pogosto
povzroči, da se izgubi veliko, če ne večina, razpoložljivih koristi. Koristi se
zgrešijo, izgubijo ali se izničijo.

Izračun vrednosti, rešuje problem neuspešnosti projekta – povečuje razpoložljivo
vrednost, določa merljive poslovne rezultate in koristi, ki jih prinaša
vrednost, hkrati pa identificira vse tiste aktivnosti, ki so potrebne za
realiziranje te vrednosti.

PROCES IZRAČUNA VREDNOSTI

Holističen izračun vrednosti projekta, lahko bistveno poveča dejansko vrednost
realiziranih naložb za 60 – 70% razpoložljivih vrednosti, ki jih običajno
spregledamo.

Takšen izračun vrednosti koristi zapolnitvi vrednostne vrzeli, na način da:

 1. prepozna VSE možne koristi, ko so na voljo (in ne samo dovolj koristi, da bo
    projekt odobren)
 2. določi specifične in merljive želene rezultate – poslovne izide – ki so
    potrebni da maksimiziranje in nato kvantificiranje vse možnih finančnih
    koristi,
 3. identificiranje sprememb aktivnosti potrebnih za dosego teh rezultatov,
    prednosti in koristi.

Takšen vrednostni pristop vam omogoča:

 1. jasno, merljivo definicijo vaših naslednjih poslovnih korakov in ukrepanja,
 2. jasen časovni načrt za dosego soodvisnosti rezultatov,
 3. podlago za usmerjanje, nadzor in urejanje kasnejših sprememb
    (implementacije) programa za doseganje poslovnih rezultatov in njegovih
    prednosti (in se ne izgubljate v tehničnih vprašanjih in možnostih)
 4. podroben seznam aktivnosti sprememb, vključujoč tako aktivnosti poslovanja
    in projekta, ki se lahko nato uporabijo za razvoj bolj grobe ocene stroškov
    projekta in uporabljajo kot podlaga pri razvoju dela razčlenitve strukture
    in razporeda načrta projekta.

Izkušnje kažejo, da podjetja, ki si vzamejo čas, za dejanski izračun vrednosti,
ustvarjajo, zagotavljajo in dosežejo bistveno večjo poslovno vrednost svojih
projektov.

Izračuna vrednosti projekta torej preusmeri pogled iz točke »kakšen je strošek«
v tistega, ki je res pomemben. V točko »zakaj delamo ali izvajamo ta projekt in
kakšna je njegova končna vrednost«.


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